Amanyathelo asi-8 asebenzayo okuNciphisa iChurn yabathengi

Ukunciphisa isantya apho amashishini alahlekelwa ngabathengi ngexesha elithile, ekwabizwa ngokuba yi-churn yabathengi okanye ukuthotywa kwabathengi, kunokuba ngumngeni omkhulu kumashishini, kunye nomthengi ngamnye olahlekileyo omele ithuba lomvuzo elilahlekileyo kunye nomthombo onokubakho igama elibi lomlomo ingxelo

Oku kukwenza izicwangciso zokugcina abathengi kubalulekile ekulawuleni nasekugcineni ukukhula kweshishini, kwaye njengoko iinkampani zisebenza nzima ukufumana abathengi abatsha, ukubagcina kuba yinto ephambili. Ukuba i-churn yomthengi ishiywe ingalungiswanga, inokuchaphazela ingeniso, ukunciphisa ixabiso lobomi bomthengi, kwaye bonakalise indawo yentengiso ye-brand ekuhambeni kwexesha.

Kweli nqaku, siza kujonga amanye amaqhinga anokusetyenziswa ngamashishini ukunceda ukunciphisa i-churn yabathengi kunye nokunyusa intengiso yembuyekezo.

Isiqulatho
Indlela yokubala ireyithi ye-churn yabathengi
Indlela yokuchonga oonobangela bobuxhakaxhaka babathengi abaphezulu
Iindlela ezi-8 ezisebenzayo ezinokuthi amashishini anciphise ukuxatyiswa kwabathengi
isishwankathelo

Indlela yokubala ireyithi ye-churn yabathengi

Ukuqinisekisa umyinge womthengi wakho wexesha elithile, kufuneka uqale uqokelele la maxabiso:

• Ixesha elimiselweyo ofuna ukulibala (okt inyanga, unyaka, okanye iinyanga ezintandathu)
• Ubalo lulonke lwabathengi ekuqaleni kwexesha
• Umthengi ubala ekupheleni kwexesha

Nje ukuba unazo ezi zinto, ungabala izinga le-churn yakho usebenzisa le fomula ingezantsi:

AbaThengi abalahlekileyo Lilonke inani labathengi ekuqaleni kwexesha

x100

Umzekelo, ukuba inkampani yakho iqale inyanga inabathengi abayi-120 kwaye inabathengi abangama-30 barhoxisa umrhumo wabo ekupheleni, ngoko ke umlinganiselo wakho wenyanga we-churn welo xesha uya kuba:

30 120

x100 = 25%

Ngaba isantya somthengi wakho sisempilweni?

Nangona amazinga e-churn ahluka ngokweshishini, izinga elisezantsi libonisa ugcino oluluqilima lwabathengi. Izinga le-churn yenyanga engaphantsi kwe-5% ithathwa njengefanelekileyo kwi-e-commerce kunye namashishini e-SaaS, ngelixa izinga eliphezulu kune-10% lingabonakalisa imiba efuna ingqalelo ngokukhawuleza.

Indlela yokuchonga oonobangela bobuxhakaxhaka babathengi abaphezulu

Ukuqonda unobangela wokulahlekelwa kwabathengi linyathelo lokuqala lokunciphisa i-churn. Nazi iindawo ezimbalwa zokukunceda ukuba uqonde ukuba kutheni izinga lakho le-churn liphezulu:

Imiba yemveliso okanye yenkonzo

Ukudakumba okuphezulu kwabathengi kunokunxulunyaniswa nomgangatho wemveliso. Umzekelo, utshintsho oluncinci kwiimpawu zemveliso, ukuphazamiseka kwenkonzo, okanye ukungabikho kweempawu ezibalulekileyo kunokushiya abasebenzisi abatsha befuna ezinye iindlela. Yenza uhlalutyo lohambo lwabathengi okanye usebenzise izixhobo ezifana neGoogle Analytics ukubona imiqobo yendlela abathengi abanokujongana nayo.

Ukuziphatha kwabathengi

Iindlela zokuziphatha zabasebenzisi ezinjengokwehla kothethathethwano okanye ukunciphisa ukusetyenziswa kunokubonisa i-churn ezayo. Qokelela le datha ukuchonga iindlela ezihlayo kunye nokukhuthaza amaqela okuthengisa kunye nenkxaso ukuba athathe amanyathelo alandelayo ukuthintela ukunciphisa inani elipheleleyo labathengi.

Ingxelo yomthengi

Xa abathengi behamba, ukuqokelela ingxelo ngovavanyo lokwaneliseka kwabathengi, umzekelo, kunokunceda ukuqinisekisa ezona zizathu zabo zokungoneliseki. Ingxelo rhoqo evela kubathengi abakhoyo kunye nabakhoyo banokunceda inkampani yakho ukuba ilungise imiba ngaphambi kokuba inyuke.

Iindlela ezi-8 ezisebenzayo ezinokuthi amashishini anciphise ukuxatyiswa kwabathengi

Phucula ukukhwela kwabathengi

Amava omsebenzisi amabi kwibhodi angakhokelela ekwehleni kwabathengi, ngakumbi kumashishini arhumayo. Iinkampani kufuneka zenze lula ukungena ukuze zigcine abasebenzisi abatsha ngokunikezela ngezifundo zevidiyo, izikhokelo zenyathelo nenyathelo, ukwenziwa kwesixhobo esiphathwayo, kunye neenketho zokuncokola bukhoma.

Yahlula abathengi bakho ngokwemfuno

Enye inyani ngamanye amaxesha ayihoywayo xa ulawula umthengi churn kukuba ayingabo bonke abasebenzisi abahamba ngezizathu ezifanayo. Ukwahlulahlula kunokuba yindlela esebenzayo yokunciphisa i-churn yabathengi kuba inceda inkampani yakho ukuba ijongane neemfuno ezizodwa zeqela ngalinye, iqinisa ubudlelwane bexesha elide. I-Slack ngumzekelo wenkampani ye-SaaS eye yanciphisa izinga layo le-churn 40% ngokwahlulahlula abathengi babe ngamaqela amancinci namakhulu.

Yenza amava abathengi

Ukufikelela kubathengi emva kokuthenga okanye inkonzo yenye yeendlela ezilula zokwakha ukuthembana. Yenza iinkqubo zokulandelela, ezifana nokukhwela komsebenzisi okanye izisombululo zeqela lenkxaso ezibangela ukusebenzisana kwabathengi. Yenza le miyalezo elandelayo ilandele iprofayile yomthengi okanye imisebenzi yamva nje.

Bonisa uxabiso, kwaye wongeze ixabiso

Incinci "enkosi ngokusikhetha" yakha ukunyaniseka kwabathengi kwaye idala amava afanelekileyo omsebenzisi. Wonke umntu uyathanda ukuziva exatyiswa. Thumela imiyalezo yokubulela eyeyakho okanye izibonelelo ezikhethekileyo ngamaqonga eendaba ezentlalo ukwenza abathengi bakho bazive bexatyisiwe. Qinisekisa ukuba ithoni ivakala iyinyani kwaye inombulelo ukwakha ubudlelwane obuqinileyo ngaphandle kweendleko ezongezelelweyo.

Yakha kwaye ukhulise uluntu lwe-intanethi

Ukunika abathengi ithuba lokusebenzisana ngokukhululekileyo ne-brand yakho kunye nabanye abasebenzisi kwi-intanethi, kunokunceda ukwakha ukunyaniseka kwexesha elide kunye nokwandisa ukwaneliseka kwabathengi. Forbes iqaqambisa indlela indlela yoluntu kaSephora eluncede ngayo uphawu lokuzihombisa lugcina ukuzibandakanya kwabathengi kunye nokunyaniseka.

Ukuseka uluntu lwe-intanethi kwi-LinkedIn, i-Facebook, okanye iiforamu zabathengi ukwabelana ngohlaziyo lwenkampani, ulwazi, kunye neempawu ezizodwa. Usenokufuna ukubamba iiseshini ezisebenzisanayo kwaye ukhuthaze inkxaso yabasebenzisi.

Khuthaza izibonelelo ezikhethekileyo kumalungu

Izibonelelo ezikhethekileyo yindlela entle yokwenza abathengi bazive beyinxalenye yeklabhu ekhethekileyo. Ukunikezela ngezaphulelo zamalungu kuphela, iinkonzo ezongezelelweyo, okanye ukufikelela kwangethuba kwiimpawu ezintsha kunye neemveliso kudala imvakalelo yelungelo eligcina abasebenzisi bethembekile.

I-Amazon Prime ngumzekelo ogqibeleleyo wesi sicwangciso. Abasebenzisi abakhulu bahlawula umrhumo wonyaka kwizaphulelo ezikhethekileyo, ukufikelela kwangethuba kwizivumelwano, kunye nokuthunyelwa kweentsuku ezimbini kweemveliso simahla. Nikeza inkuthazo kunye neenzuzo ezikhethekileyo ezifana nokujongwa kwangaphambili kweemveliso ezintsha, iinkonzo ezongezelelweyo, okanye intengiso yamalungu kuphela.

Dibanisa iinkqubo zokunyaniseka kunye nemivuzo

Iinkqubo zokunyaniseka zivuza abathengi abaphindayo ngenkxaso yabo eqhubekayo. Abathengi abaziva bexatyisiwe kwaye bexatyiswa badla ngokuxhasa ishishini lakho kwaye basasaze ilizwi. Inkqubo yokuthembeka yeStarbucks eyenziwe kakuhle, Imivuzo ye Starbucks, ngumzekelo omhle.

Enye yeendlela ezilungileyo inkampani yakho enokunciphisa iindleko zokufunyanwa kwabathengi kukuqala inkqubo yokuthembeka esekwe kwinqanaba elongeza kumanqaku abathengi ngalo lonke ixesha bethenga imveliso, bashiye uphononongo, okanye bathumele umntu kwibhrendi.

Yenza inkqubo yokulumkisa kwangoko

Ngamanye amaxesha, i-churn inokuziva ngathi yinto engalindelekanga yeshishini eyenzeka ngesilumkiso esincinci, kodwa kukho imiqondiso efihlakeleyo abathengi abanokunika yona ngaphambi kokuba bahambe, kwaye inkqubo yokubona le miqondiso kwangoko iya kuhamba indlela ende ekuthinteleni ilahleko.

I-Netflix ibeka esweni ukubandakanyeka komsebenzisi kwaye ithumela iingcebiso ngexesha elifanelekileyo ukuvuselela umdla. Sebenzisa i-Google Analytics, uphando lwengxelo yabathengi, kunye nolunye ulawulo lobudlelwane babathengi (CRM) okanye izixhobo zokulandelela ukujonga ukubandakanyeka kwabathengi kwixesha elide.

Nikeza iinketho eziguquguqukayo kunye neminatha yokhuseleko yokurhoxisa

Abathengi bayayithanda imvakalelo yokulawula izigqibo zabo. Ukunikezela ngonqumamo kwiinkonzo zorhumo okanye ezinye iinketho ezibhetyebhetye yenye yeendlela ezilungileyo zokunciphisa i-churn. Abasebenzisi banokucinga ngokushiya ngenxa yamaxabiso, kodwa ukubanika ezinye iindlela kunokubenza bacinge kwakhona.

USpotify usebenzise indlela "yokwehlisa endaweni yokurhoxisa" ukugcina abathengi abakhoyo. Iinketho zabo eziguquguqukayo zivumela abasebenzisi ukuba bafudukele kwisicwangciso esingabizi kakhulu ukuba abanako ukufikelela kwisicwangciso seprimiyamu, esenza ukuba bangabikho amathuba okuba bahambe ngokusisigxina. 

Cwangcisa inkqubo elula nengenasiphako apho abasebenzisi banokunyusela, behlise, okanye bamise imirhumo yabo ukuba kuyafuneka ukunciphisa i-churn yabathengi kunye nokwandisa ukunyaniseka kwabathengi.

Iingcamango zokugqibela

Ukunciphisa i-churn yabathengi akukho malunga nokulungiswa ngokukhawuleza. Imalunga nokuhlangabezana neemfuno zabasebenzisi ngexesha elifanelekileyo kunye nokwakha kunye nokugcina ubudlelwane bomthengi obusemgangathweni obunokuvelisa ukunyaniseka kunye nokugcina ukukhula kwenkampani yakho.

Iindaba ezimnandi zezokuba iimveliso ezininzi ziye zangqina ukuba, ngamanyathelo anokuthathwa, kukho iindlela ezininzi apho amashishini anokunciphisa ilahleko yabathengi. Njengoko kungekho ndlela inye isebenza kwishishini ngalinye, khumbula ukuzama iindlela ezahlukeneyo, ukufumana eyona ifanele abaphulaphuli bakho. Enye indlela yokulungisa indlela yakho kukusebenzisa ingxelo yabathengi kunye nedatha yokuziphatha ukunciphisa amazinga e-churn, ukuvelisa ingeniso ezinzileyo, kunye namava okukhula okunempilo.